Meet the 2019 CRN Channel Chiefs!

We've compiled this overview of more than 100 channel chiefs to help partners connect with vendors who are putting themselves out there.

CRN’s Channel Chiefs Directory, now in its fourth edition, has quickly become Australia’s leading listing of partner managers and channel directors.

Use the left and right buttons either side of the image to navigate through the list. Alternatively, you can use your arrow keys. 

3CX

Yilmaz Kabaran

Channel Manager Australasia

What kinds of partners are you looking for? 

Customers are increasingly looking for comprehensive solutions, so resellers that are complete solution providers are ideal candidates to join 3CX. Of course, we also want our partners to be passionate about our product and be willing to learn and grow as well as become 3CX Certified so that they can offer the very best service to customers.

Australian distributors: 

Alloy Computer Products, Leader Computers

8x8

Michelle Marlan

Head of Channel & Alliances ANZ

What kinds of partners are you looking for?

 Channel is at the heart of 8x8. We are passionate about building great relationships. We are seeking new resellers to transform their businesses with effective tools for their customers, as well as expand our Referral/Affiliate programs across a diverse channel community, leveraging our global UC industry leading capabilities.

Australian distributor: 

None. Our community works directly with us.

Acer Computer Australia

Gregory Mikaelian

General Manager, Channels & Marketing

What kinds of partners are you looking for?

The Acer Diamond Partner Program is focused on the commercial mid-market space. We are looking for various partners to cover the SMB market including MSPs, valued-added resellers and systems integrators. We are also recruiting education specialist dealers, seeking to extend our coverage and reach with strong regional dealers and AV dealers selling projectors and large commercial panels.

Australian distributors:

Ingram Micro, BlueChip Infotech, Synnex

Acronis

Houman Asefi

Channel Sales Manager

What kinds of partners are you looking for? 

Service provider partners.

Australian distributors: 

Ingram Micro, Synnex, rhipe

Adobe

Brent Irwin

Director - Digital Media GTM and Sales

What kinds of partners are you looking for?

From a new partner perspective, we’re actively recruiting resellers and solution integrators that are focused on driving customer experience and/or digital transformation solutions into their customer base; building out a value proposition for them to take our digital experience and electronic signature offerings to market.

Australian distributor: 

Ingram Micro

Alcatel-Lucent Enterprise

Chris Downes

Channel Sales Director

What kinds of partners are you looking for? 

Our global strategy focuses our sales, marketing and product management resources on five key verticals: healthcare, government, education, transportation and hospitality. So we are looking for partnerships with system integrators and service providers who understand the unique requirements of these verticals.

Australian distributor: 

VExpress Distribution

Algosec

Andrew Mill

Regional Sales Director

What kinds of partners are you looking for? 

We are looking for partners in all regions and especially NZ who work with larger enterprise accounts and who are either security, automation or cloud focused.

Australian distributor:

Arrow ECS ANZ

Alibaba Cloud

David Green

Head of Channels and Alliances

What kinds of partners are you looking for? 

We are Looking to build a broad ecosystem of partners including MSP, ISV’s, developers and organisations who are helping clients with managing growth into Asia.

Australian distributor: 

Westcon-Comstor

Amazon Web Services

Corrie Briscoe

Head of Partner & Alliances, Australia & New Zealand

What kinds of partners are you looking for? 

We target innovative and dynamic partners across all verticals and focus on partners who are specialised in their area of expertise. AWS works with partners who can apply their domain knowledge, certification, and competency to drive a more customer-focused outcome.

Australian distributors: 

Westcon-Comstor and Tech Data

APC by Schneider Electric

Joseph Vijay

General Manager, Operations, Channels and Alliances

What kinds of partners are you looking for? 

We have an active ecosystem of IT and electrical contractor partners who are actively delivering edge and IoT solutions that underpin commercial and industrial applications. We are most successful with partners who are driven to become influencers, welcome collaboration and seek to enhance their customers’ experiences.

Australian distributors: 

Dicker Data, Ingram Micro and Pacific Datacom

Apple

Richard Wylie

Specialist Channel Sales Manager, ANZ

What’s new? 

Apple has this year revealed its latest smartphone line, the iPhone 11, the ‘Pro’ version of which features three cameras with variable zooms. The vendor has also announced that the new entry-level iPads will now be able to connect directly to a keyboard, turning the seventh-gen iPad into the latest option on the market for a 2-in-1 tablet.

Australian distributors: 

Ingram Micro, Synnex, Tech Data

Aruba, a Hewlett Packard Enterprise company

Deke Rayner-Harvey

Channel Sales Director

What kinds of partners are you looking for? 

As we continue to innovate in the mobile, IoT and cloud era, Aruba collaborates with skilled partners supporting a variety of vertical sectors ranging from SMB to enterprise. Through our Partner Ready for Networking program we continue to grow our market coverage and capabilities, creating new opportunities. 

Australian distributors:

Ingram, Dicker, Lynx Technologies, Arrow ECS

ASUS

Vai Le

Commercial Channel Manager, ANZ

What kinds of partners are you looking for? 

ASUS are keen to engage with partners across a number of industries and verticals to complement our commercial portfolio range of server, workstation, motherboards, laptops, desktops, mini PCs, monitors and networking. We are looking for partners to help aid the growth of our commercial footprint in ANZ. 

Australian distributors: 

Dicker, Synnex, Ingram, Tech Data, Leader Computers

AT&T Cyber Security

Greg Vlahos

Director of Sales, APAC

What kinds of partners are you looking for? 

AT&T Cybersecurity offers a unified platform (USM) perfect for MSSP’s looking for a way to detect and manage threats in their customers’ environments from a single pane of glass. USM is a SaaS platform that is also cloud native and great for partners looking for cloud security.

Australian distributors:

Ingram Micro, Duo

Autodesk

Clare Wharrier

Channel Sales Senior Manager - ANZ

What kinds of partners are you looking for? 

Partners with industry expertise in architecture, engineering, and construction; manufacturing; or media and entertainment and who deliver innovative solutions to enable customer success.

Australian distributors:

 Ingram Micro Dicker Data

Avaya

Steve Williams

Channel Director ANZ

What kinds of partners are you looking for? 

We want partners that are entrenched in digital transformation, understand SaaS models and the new generation of UC devices.  We want partners that understand how Avaya can enhance the value of their core service offerings, from desktop phones to cloud-based video conferencing solutions.

Australian distributors:

Westcon-Comstor, VExpress, Arrow ECS ANZ

AvePoint
Andre Carpenter
Director, Channel and Alliances ANZ

What kind of partners are you looking for?
We are always on the lookout for Microsoft focused MSP’s and systems integrators working with Office 365, who are passionate about delivering differentiated outcome based cloud services to their customers.

Barracuda MSP

Luke Smith

Regional Account Director

What kinds of partners are you looking for? 

We are looking for IT service providers who offer managed services, resellers or VARs that are looking to add managed services to their offerings, and partners who want to grow their services with security as a focus, so they can better cater the increasing security demands from their SMB clients.

BLACKBERRY CYLANCE

Formed through BlackBerry’s acquisition of Cylance in early 2019, this company is now a billion-dollar cybersecurity firm offering enterprise-grade technology

KEY CHANNEL CONTACTS:

Jason Duerden, Regional Director, Australia & New Zealand

WHERE CAN I LEARN MORE?:

www.cylance.com

What are the key features of your channel program? 

• Deal registration offers protection and an additional discount. 
• Our partner training is free of charge. We invest in our partners’ education to ensure a successful partnership. 
• We invest to support our partners’ efforts to build their pipelines and their businesses.

What kinds of partners are you looking for? 

In addition to global SI partnerships, we are committed to our local presence with security-focused resellers, MSPs, MSSPs in all Australian and New Zealand geographies. We work across industry verticals and organisation sizes. A key growth area is enabling partner-led services leveraging BlackBerry Cylance’s compromised risk assessment and managed detection and response tools.

Share a recent channel success story? 

Cyber Risk has been a BlackBerry Cylance partner for over two years. The great thing about them is that Director, Leong Wang was also a customer and BlackBerry Cylance believer before he set up Cyber Risk.  Since then, they have become one of our leading local partners, enjoying fantastic success in the retail and education verticals. Cyber Risk is also now a certified Professional Services partner, which allows them to deliver the complete BlackBerry Cylance offering.

Brother

Julie Woodward

National Channel Sales Manager

What kinds of partners are you looking for? 

We are keen to engage with solution-based partners with a managed print service focus, who either cover a specific geographical area or specialise in a particular vertical such as retail, healthcare, logistics or hospitality.

Australian distributors:

 Dynamic Supplies, Leader, Sektor, Synnex, XIT

Carbonite

Steve Stavridis

Regional Sales Director, APAC

What kinds of partners are you looking for? 

Webroot is looking for channel partners that demonstrate a continued focus on cybersecurity and data protection, and which help their customers operate continuously in the face of every threat. Webroot will continue to act as a security advisor for our MSP customers, providing easy-to-deploy, effective security solutions.

Australian distributors:

Synnex, BlueChip, DNA Connect

Check Point Software Technologies

Hamish Soper

ANZ Channel Director

What kinds of partners are you looking for? 

We are looking to expand the reach from within the existing channel partners to cover cloud, mobility and end point technologies and have this wrapped under the new Infinity Architecture. In the mid-market the focus will be service-based models and new channel set to aggressively go after this area in 2020.

Australian distributors: 

Under review, announcements set for late October

Cisco Meraki

Lincoln Goldsmith

Director of Channel & Distribution APJC

What kinds of partners are you looking for? 

We work with all different kinds of partners and service providers. We find that the most successful partners and SP’s we engage with are those that leverage Cisco Meraki to build services around, and leverage our open API’s to integrate ecosystem partner solutions or their own custom apps to address specific business requirements.

Australian distributors:

 Ingram Micro, Dicker Data, Weston-Comstor

Cisco

Tara Ridley

Managing Director, Partner Organisation

What kinds of partners are you looking for? 

Cisco seeks those partners skilled in infrastructure solutions, IoT, software development, advisory services, managed services and collaboration specialists.We are seeking Ecosystem partners that deliver industry expertise who can work together with Cisco partners to deliver integrated customer solutions.

Australian distributors:

Ingram Micro, Dicker Data, Westcon-Comstor

Citrix

Brian McColm

Director Channels ANZ

What kinds of partners are you looking for? 

Citrix has always been a partner-first organisation and we recognised they play a critical role in our business and customer’s success. So it is important the partners we engage with are able to help our customers drive greater business outcomes and employee experience, and make a strategic transition to cloud.

Australian distributors: 

Dicker Data, rhipe

Commvault

Craig Bastow

Senior Director, Worldwide Alliances, APAC

What kinds of partners are you looking for? 

Commvault’s route-to-market invites channel and alliance partners that are trusted technology advisors to their customers when it comes to delivering data protection strategies. Progressive enterprises demand foundational data management expertise, and we look for partners who can help deliver this. 

Australian distributors: 

Tech Data, Dicker Data

CrowdStrike

Luke Francis

ANZ Channel and Alliances Director

What kinds of partners are you looking for? 

CrowdStrike is looking for partners with a strong focus in assisting customers with their broader security strategy and ecosystem. Partners that will invest in best of breed technology, enabling themselves to deliver back to customers the highest level of experience, knowledge and customer satisfaction. 

Australian distributors: 

We work directly with our partners.

CYBERARK

CyberArk is an information security company offering privileged access security. CyberArk counts Braun, Duracell, Motorola and PWC among its customers

KEY CHANNEL CONTACTS:

Pouya Ghotbi, Partner Success Engineer; Shawn Li, Inside Sales ANZ

WHERE CAN I LEARN MORE?:

www.cyberark.com/partners/cyberark-partner-network/

What are the key features of your channel program? 

CyberArk’s new Partner Network program has a competency-based tiering structure to help partners participate at the level that best reflects their business model: Authorised, Certified or Advanced. The program includes sales and engineering training and enablement modules, plus access to marketing tools to help partners confidently engage with customers.

What kinds of partners are you looking for?

 We are looking to work with partners that have deep expertise in cybersecurity and identity management. We are open to talking to new partners that can add value to CyberArk’s customers in these areas, but our key focus continues to be with those partners that have already invested in Cyberark.

Share a recent channel success story? 

Since the inception of the new program we have seen a 40% overall increase in certifications across sales, presales and delivery engineers, as well as a 35% increase in deal registration requests quarter on quarter. I think that CyberArk’s new program, training modules and the partner tools are the key contributors to these improvements. It’s great to see our partners going from strength to strength and CyberArk is proud to support them in achieving their business goals.

CyberPower Systems

Shannon Dowden

Sales & Marketing Manager ANZ

What kinds of partners are you looking for? 

We currently have a strong presence in retail and the online channel segment, however, we are looking at expanding our partner coverage within the education and government sectors. Our portfolio caters for all sectors and with more new products being released next quarter, the lineup will be first class.

Australian distributors: 

BlueChip Infotech, Ingram Micro, Tech Data

Dassault Systèmes

Filip Kuttner

ANZ Sales Director, Professional Solutions

What kinds of partners are you looking for? 

In ANZ, our Professional Solutions channel partners offer SOLIDWORKS solutions to SMEs that help them develop sustainable innovations. We work with partners to build growth within existing and new segments of the industry, and with those who are technology and business process leaders in manufacturing.

Datto

James Bergl

Sales Director, APAC Datto

What kinds of partners are you looking for? 

Datto targets partners with SMB and mid-market customers ranging from 25 – 500, and works with MSPs seeking a technology partner, not a technology vendor. We bring a consultative component to our partnerships, advising partners on best practices across business management, with a focus on driving MSP business success.

Dell Technologies ANZ

Shant Soghomonian

General Manager, Channel, ANZ

What kinds of partners are you looking for? 

We continue to grow our channel ecosystem by investing in existing and new partners, in particular those who are focused on building their transformation skills as part of their go-to-market strategy. This could be around multi cloud integration, digital transformation, security, big data, IoT, and a range of industry verticals.

Australian distributors:

Tech Data, Ingram Micro, Dicker Data

Dropbox

Ewan Reid

Head of Channels, ANZ

What kinds of partners are you looking for? 

Dropbox is always keen to work with the best of breed partners in the SaaS and cloud space worldwide. As the ANZ Head of Channel I am always open to new opportunities to build stronger and long-lived relationships with our local partners. 

Australian distributor: 

Ingram Micro

Eaton

Gavin Swadling

National Channel Manager ANZ

What kinds of partners are you looking for? 

Digitalisation is driving demand for edge computing, with cybersecurity a critical requirement for edge systems. We are looking to work with partners to identify opportunities in cybersecurity, particularly after launching the industry’s first UL-certified Gigabit Network Card in conjunction with the 5P lithium-ion UPS.

Australian distributors: 

BlueChip Infotech, Ingram Micro, Synnex

Encoo

Chris Eaton

Head of Channel Sales

What kinds of partners are you looking for? 

We are looking for partners that enjoy working collaboratively, working together is key to driving values-based outcomes for the end client. This will generate sustainable growth and provide partners the opportunity to build loyalty within their customer base.

Epicor Software Corporation

Rade Bogdanovic

Senior Manager, Channel Sales, ANZ

What kinds of partners are you looking for?

System integrators, domain experts or ISVs focused on the manufacturing and/or distribution sectors.

Epson Australia

Toni Pensa

National Sales Manager

What kinds of partners are you looking for? 

We look for resellers who can integrate Epson’s hardware – heat-free inkjet printers and enterprise copiers, large format printers, POS printers, and projectors – into applications and managed services that surprise and delight our customers.

Australian distributors: 

Alloys, Dynamic Supplies, Ingram Micro, Midwich, Sektor, Synnex, Westan, XiT

Equinix

Glen Hastings

Director, Channels & Alliances

What kinds of partners are you looking for? 

We look to form key alliance relationships with large telecommunications and technology (such as cloud) providers, and then create joint value propositions with those partners. In such a rapidly evolving field, we look for partners that help organisations move closer to the digital edge and take advantage of technologies that are available today as well as those that will be available tomorrow.

Extreme Networks

Julian Critchlow

General Manager, ANZ

What kinds of partners are you looking for? 

We are always looking for new partners with expertise in networking and security or a willingness to expand their portfolio to deliver software-driven wired and wireless networking solutions. We work with national system integrators, as well as partners with capabilities in specific industry verticals, regions or market segments.

 Australian distributors: 

Arrow ECS ANZ, Hills

FireEye

Chris Barton

Head of Channel and Alliances

What kinds of partners are you looking for? 

The FireEye Fuel Partner ecosystem is comprised of organisations that have been carefully selected based on cybersecurity expertise, industry knowledge or technology solutions required to address the security challenges faced by a diverse range of customer types.

Australian distributors: 

Arrow ECS ANZ, Orca Tech

Forescout

Terrie Anderson

Country Manager, Australia and New Zealand

What kinds of partners are you looking for? 

We look to work with partners across Australia and New Zealand to help them understand the unique business opportunities afforded by Forescout. All Forescout partners have the opportunity to participate in FSCA and FSCE training which features instructor-led training as well as hands-on labs of the Forescout Platform.

Australian distributors:

 Arrow ECS ANZ, Westcon-Comstor

Fortinet

Tim Fitzgerald

Channel Director

What kinds of partners are you looking for? 

We are looking for current and future partners we can engage with, train and enable to sell end-to-end Fortinet solutions. 

Consultants, IoT/OT and cloud-only partners are also organisations we are keen to speak with.

Australian distributors: 

Exclusive Networks, Wavelink, Ingram Micro

Fujitsu Australia

Bert Noah

National Sales Manager

What kinds of partners are you looking for? 

We mainly look to work with mid-market and enterprise level partners. Some of the key verticals we have been seeking partnership with include higher as well as private education, and the health sector. 

Australian distributors: 

Dicker Data, MMT, Alloys, ProScan

glüh

Lorenzo Coppa

CEO

About us: 

Glüh empowers the profitable delivery of business technology for IT service providers. It is a B2B SaaS sales platform with quoting, eCommerce and automated procurement, delivering reliability and speed, and profitable incremental revenue. When sales are simple to do, they get done! 

Australian distributors:

BlueChip Infotech

Google Cloud

Rhody Burton

Head of Cloud Partnerships and Alliances

What kinds of partners are you looking for? 

Organisations with industry expertise combined with knowledge that covers our core solutions of smart analytics and artificial intelligence, application development and data management, infrastructure modernisation and productivity, and collaboration. We welcome partners with cloud skills who want to expand their offerings.

Australian distributors: 

Synnex (Chrome)

Grandstream Networks

Ben Miall

Country Manager, Australia and New Zealand

What kinds of partners are you looking for? 

We are actively seeking new resellers, integrators and ITSP’s throughout ANZ. Some of our key strengths are the breadth, open standards and diversity of our full product portfolio covering IP telephony, WIFI networking, gateways & ATA’s and video conferencing. We also offer certification courses for our channel. 

Australian distributor: 

Alloys Computer Products

Hansen Technologies

Robert Inguanti

Channel BDM

What kinds of partners are you looking for? 

Hansen Technologies is looking to partner with service providers that need more from their data centre than just power and cooling.

Hitachi Vantara

Hewlett Packard Enterprise

Marina Fronek

GM and Director, Channels, Distribution and Alliances

What kinds of partners are you looking for? 

HPE is open to partners in all industries and geographies. There is such an enormous opportunity from the top end of town, government and across the SMB market. There are also many opportunities for service providers to team with HPE’s Greenlake offering. 

Australian distributors: 

Arrow ECS ANZ, Dicker Data, Ingram Micro, Lynx Technologies and Next Gen Distribution

Huawei Technologies (Australia)

Geoff Wright

Vice President, Channel and Commercial Sales

What kinds of partners are you looking for? 

We are looking for partners who want to marry the latest technology innovations with their solutions. Partners who are not afraid to be the first movers and early adopters. Partners who are able to translate complex technology terms into simple business-driven results. Partners who care deeply about delivering value to their customers.

Australian distributors: 

Synnex, ICITA

Hyland Software

Jacques Van der Merwe

Channel Manager, ANZ

What kinds of partners are you looking for? 

We’re looking to add more partners to our channel network. You might be a hardware vendor or an experienced solutions reseller, if you are looking to add a market leading ECM software solution to your stable of offerings contact Hyland, our intelligent solutions digitally transform and automate any business process.

IBM Australia

Alison Freeman

Director, ANZ Partner Ecosystem

What kinds of partners are you looking for?

 IBM has a broad portfolio giving our partners the ability to take an end-to-end solution to our clients. Our focus is working with our existing partners as well as new partners on helping clients in their digital reinvention. We therefore look for a broad range of partners to help with a clients’ individual needs.

Australian distributors: 

Tech Data, Ingram Micro, MBS

Infor Global Solutions

Jason Maher

Channel Manager, Pacific

What kinds of partners are you looking for? 

We are looking for key partners with industry experience in F&B, fashion, equipment and rental, high tech and distribution, in addition to solutions experts in ERP, EAM, WMS, financial services and BI.

Informatica

Jacob Van der Eyk

Manager, Sales and Partners, ANZ

What kinds of partners are you looking for? 

Our partner ecosystem is focused on data driven outcomes for the customer across four major journeys: cloud/hybrid; next generation analytics; 360 engagement; data governance and compliance. This is in conjunction with working with our ISV partners, Microsoft Azure, AWS and Google Cloud.

Intel

Dino Strkljevic

Business Development Manager

What kinds of partners are you looking for? 

We continue to have a strong focus on the gaming and PC enthusiast side of our business, but we’re also looking for partners who have a strong end-to-end capability who we can work with to help grow their business and even help them reach the global market.

Australian distributors: 

Braemac, Dicker Data, Ingram Micro, Synnex

Juniper Networks

Darrin Iatrou

ANZ Channels Director

What kinds of partners are you looking for? 

One specific area of focus for us at Juniper Networks Australia has been that of widening our scope and depth of security-specific partners. Also, Juniper’s strength in the data centre provides scope for a vast array of partners harnessing switching, routing and security skills. 

Australian distributors: 

Westcon-Comstor, Dicker Data

Kaspersky ANZ

Margrith Appleby

General Manager

What kinds of partners are you looking for? 

Kaspersky is looking to develop relationships with partners nationally whose local market reach and knowledge will help SMB and enterprise customers access world-class technology. Additionally, Kaspersky has recently launched our MSP Partner Program and are actively recruiting new partners in this segment. 

Australian distributor: 

Dicker Data

Konica Minolta Australia

Steven Davis-Raiss

General Manager, Indirect

What kinds of partners are you looking for? 

Konica Minolta looks for partners that want to collaborate to develop a mutually rewarding relationship. Konica Minolta is seeking resellers and dealers where we can add real value to the partnership; we are not a vendor who just supplies a product at a price.

Lenovo Data Centre Group

Frank Eagleton

Head of SMB and Channel Sales, ANZ

What kinds of partners are you looking for? 

We want to work with partners that share our appetite for growth, and those who seek differentiation by championing the comprehensive portfolio of DCG solutions and supporting services to accelerate our customers’ intelligent transformation.

Australian distributors: 

Dicker Data, Ingram Micro, Synnex, Tech Data

Lenovo

Sunny Gandhi

Head of Channel & Distribution, SMB ANZ

What kinds of partners are you looking for? 

As well as partners that can promote Lenovo’s range of technologies, we want to work with partners we can align with to foster mutually beneficial relationships. As we continue our focus on midmarket, smart office and device-as-a-service, we are working with partners that can deliver an end-to-end experience for customers.

Australian distributors: 

Ingram, Dicker, Synnex

Lexmark

Stephen Dubois

General Managers Sales ANZ

What kinds of partners are you looking for?

Lexmark is a brand which offers the partner the ability to add value in their existing offer. This added value for the partner will be in terms of sales pipeline, added revenue and more profit for your bottom line.

Australian distributors: 

Synnex, Alloys

LiveTiles

Damien Neale

APAC Channel Director

What kinds of partners are you looking for? 

Partners that have a focus on Modern Workplace Solutions, are Microsoft aligned and employee centric in their go to market.

Lookout

Dan Hearne

Sales Director, ANZ & South East Asia

What kinds of partners are you looking for? 

We are looking for Mobility and Security partners who are interested in expanding their footprint into the MTD market with the world leader in this space.

Australian distributor:

Ingram Micro

Megaport

Tanya Hain

Partner Sales Manager

About us:

Our partner programs support a global marketplace, enabling providers to deliver services to enterprise customers on our neutral platform that enables instant provisioning for private connections between data centres, networks and service providers. Megaport partners can access our coverage between data centres and cloud services to deliver a flexible, scalable experience for end customers requiring connectivity services.

Micro Focus

Todd Parsons

ANZ Channel Director

What kinds of partners are you looking for? 

We are looking to reengage our existing partner base and leverage our combined portfolios to go deeper and wider with a more focused set of partners.

Australian distributors: NEXTGEN, MBS

Microsoft

Rachel Bondi

The world’s most recognisable tech company, focused on software for business productivity, cloud infrastructure solutions and modern computing devices

KEY CHANNEL CONTACTS:

Claudia McIntosh, Director, Partner Development; Nicole Robinson, Go-To-Market Lead; Michelle Markham, Channel Manager Lead

WHERE CAN I LEARN MORE?:

partner.microsoft.com/en-au/commercial/

What are the key features of your channel program? 

The Microsoft Partner Network allows partners to connect with the largest customer base and marketplaces in the industry. We’re positioning our company and our partners for growth now and in the future through investments in programs, services, incentives, and tools that simplify how partners do business with Microsoft.

What kinds of partners are you looking for?

Business applications and AI continue to be key trends right now and there is a real opportunity there for the channel. When we look at industries, our investment in AU Central Regions and achieving Protected Status, government, critical infrastructure and financial services are a priority for us. 

Share a recent channel success story? 

One of our SMB partners recently accessed their go-to-market services through their Microsoft Partner Network program benefits, at no additional cost to them. This partner didn’t have a big marketing team, however by tapping into the free services available to them, they were able to access digital marketing content on demand, a lead generation and event demand generation campaign kit and get support from a team of experts on fine-tuning their customer presentation, customer one-pager and customer story.

Mimecast

Craig McGregor

ANZ Channel Director

What kinds of partners are you looking for? 

We currently have around 120 partners in ANZ and our intent is to become even more important to their business. If there are other partners that are looking for a strategic security partner we are very open to discussing how we can assist them achieve their strategic business objectives. Ideally we are looking for partners who are aligned to our objectives of significant new customer acquisition.

Motorola Solutions

Motorola Solutions offers specialist platforms in communications, command centre software, video security, and managed and support services. 

Dan Leppos

GM, ANZ and Pacific Islands Channel

KEY CHANNEL CONTACTS:

Bradley Gray, Channel Manager, National Strategic Accounts Australia; Rhys Clare, Channel Manager, New Zealand

WHERE CAN I LEARN MORE?:

www.motorolasolutions.com/en_xa/partners.html

Channel program key features? 

Our channel program provides the opportunity for partners to work with some of the most important organisations in Australia, in verticals including transport and logistics, utilities and manufacturing, to increase safety and productivity. There are huge mutual growth opportunities within our customers and comprehensive training opportunities through our PartnerEmpower program.

What kinds of partners are you looking for?

 As we continue to invest in intelligent operations software and built-for-purpose industry solutions, we’ve developed new capabilities in areas such as AI-driven video analytics, command centre solutions and convergent mobility solutions. We’re looking for partners to join us and help define the future of critical communications.

Share a recent channel success story? 

Our partnership with Progility Technologies has delivered incredible results, particularly in Australian retail. Our combined technology, support and innovation have ensured voice and workflow management solutions are used in major retailers nationwide, including the Westfield Group and Wesfarmers, to improve workflow, enhance customer experience, reduce shrinkage and preemptively stop theft.

NBN Co

NBN Co is building Australia’s broadband network. Its channel partner program launched in 2018, allowing partners to help more businesses connect to the NBN

KEY CHANNEL CONTACTS:

Asher Tarren, ICT Channel Program Manager; Andrew Charitou, National ICT Channel Manager; Craig Bovaird, National ICT Channel Manager

WHERE CAN I LEARN MORE?:

www.nbnco.com.au/business/ict-channel-program

What are the key features of your channel program?

• Ongoing training and enablement
• Adviser support through our dedicated channel support team
• Access to co-branding and marketing support
• Profitable rewards programs via our participating distributor partners

What kinds of partners are you looking for? 

The business nbn ICT Channel Program is designed for ICT businesses and advisers who support business customers looking to transition to the nbn broadband access network or to optimise their existing services to help drive transformation.

Share a recent channel success story? 

Business nbn accredited adviser, Comscentre, were recently awarded the contract for Australia Post’s forthcoming network upgrade and five-year managed services contract. Leveraging the nbn access network, Cisco Meraki SD-WAN and internally developed network management platform One Touch Control (OTC), Comscentre will provide Australia Post a managed, multi-carrier network while supporting a fleet of more than 15,000 devices across more than 4000 locations.

NetApp

Neville James

Director Channels & Alliances

What kinds of partners are you looking for? 

Partners building service based GTMs that incorporate some degree of hybrid cloud technology and leverage public cloud hyper-scalers in that mix.

Australian distributors: 

Westcon-Comstor, Arrow ECS ANZ

Netskope

Reno Maglitto

APAC Channel & Alliance Director

What kinds of partners are you looking for?

Netskope is looking to recruit partner organisations from across the APAC region to assist us take our One cloud Security platform to market. We are after Partners that have a strong cybersecurity, networking and cloud sales and technical team.

Australian distributors:

NEXTGEN, MTech

NEXTDC

Steve Martin

Head of Channels, Sales Development

What kinds of partners are you looking for? 

NEXTDC’s channel first strategy supports a broad cross-section of partner types assisting customers to overcome business challenges. NEXTDC houses Australia’s most active, dynamic channel partner ecosystem including: global public cloud providers, big IT services providers, telecommunications providers, specialist network, cloud and IT managed service providers plus IT consultants.

Nuix

Harry Linggoputro

Head of Channels, Asia Pacific & Japan

What kinds of partners are you looking for? 

Nuix and our partners deliver solutions that help organisations to overcome the challenges of litigation, investigation, risk, compliance, governance, and security. Nuix creates innovative software that empowers organisations to quickly find the truth from any data in a digital world. We are continually looking for partners who innovate to solve the complex challenges our customers face today.

Nutanix

Andrew Diamond

ANZ Channel Director

What kinds of partners are you looking for? 

At Nutanix we pride ourselves in providing unparalleled customer satisfaction and we want partners that share this philosophy. Partners that are aligned with their customers, business outcomes and are focused on delivering real value are the ideal fit for Nutanix.

Australian distributors: 

Arrow ECS ANZ, Dicker Data, Exclusive Networks Tech Data

Okta

Matt Paull

Director, Regional Alliances, APAC

What kinds of partners are you looking for? 

Okta has a strategic approach to strengthening its ANZ presence, engaging with partners as an extension of the business. Our partners are cloud-centric and understand the market opportunity for IAM within the Zero Trust security framework. Partners with B2C expertise will be valuable as we grow our customer identity business.

OpenText

Nicholas Vince

Channels and Alliances

What kinds of partners are you looking for? 

We work closely with partners of the four key application providers: Microsoft, SAP, SFDC and Oracle, to offer robust enterprise content management technologies. We’re actively recruiting partners from within these application providers’ communities. 

Australian distributors: Dicker Data

Oracle NetSuite

Vijay Raghvani

JAPAC Senior Director, Channels

What kinds of partners are you looking for? 

At NetSuite, we have a strong network of partners with experience working with high-growth businesses and deep domain expertise to maximise customer success. Our goal is to work with partners who can augment our offering and help meet an increasing demand for Cloud ERP.

Oracle

Robert Gosling

Alliance and Channels Lead

What kinds of partners are you looking for? 

We are open to working with partners who understand and can sell the value of cloud computing across a broad range of solutions from IaaS, PaaS and SaaS.

Australian distributors: 

NEXTGEN, Tech Data

Palo Alto Networks

Bryan Stibbard

Director - Channels and Alliances

What kinds of partners are you looking for? 

Our NextWave partners are trusted security advisors who have demonstrated the skills and technical expertise to safely enable our customers’ cloud journey, bridge the cybersecurity skills gap, and help them get ahead of compliance challenges. 

Australian distributors: 

Arrow ECS ANZ, Westcon-Comstor

Pitney Bowes

Dan Haigh

Director Channel & Alliances ANZ

What kinds of partners are you looking for? 

Pitney Bowes is recruiting partners, particularly in location intelligence and data analytics. Our focus is on broadening our partner network, bringing on SIs and ISVs who want to leverage location intelligence datasets to help their customers gain insight, drive growth and minimise risk.

Poly

Tina Bandilovski

Channels Director Australia and New Zealand

What kinds of partners are you looking for?

Our industry is comprised of an incredibly well versed network of people and we look to those in partner agencies that are heavily entrenched in the unified communications space to provide the solutions Poly offers. We’re growing a partner network built on mutual investment to provide the best solutions to customers.

Australian distributors: 

Dicker Data, Transition Systems

Pure Storage

Adam Rosham

Director, Channel Sales, ANZ

What kinds of partners are you looking for? 

Pure adopts a scarcity model rather than an abundance model. This enables us to stay focused on capable and committed partners. While we remain committed to this model, we are seeing momentum with Cisco partners who are reevaluating their storage capabilities and joining the Pure partner program.

Australian distributors: 

Dicker Data, Arrow ECS ANZ

Rackspace

Angela Logan-Bell

Partner & Alliances Manager

What kinds of partners are you looking for? As the cloud market develops and the complexity of delivering solutions evolves, Rackspace looks to establish partnerships which provide exceptional outcomes for our customers. Where we see a synergy between our capabilities and other organisations we will partner to deliver a Fanatical Experience for our customers.

Australian distributors: Tradewinds

Red Hat

Garry Gray

Director of Partners & Alliances, ANZ

What kinds of partners are you looking for? 

Red Hat partnerships are mutually beneficial, and we recruit partners across ANZ with a strong emerging tech focus in the DevOps, cloud, and automation space. We also aim to enable new partners and develop their capabilities across different areas and grow them in market.

Australian distributors: Ingram Micro, Tech Data, rhipe

RingCentral

RingCentral provides cloud-based communications and collaboration solutions to  small business and enterprise companies.

Ben Swanson

Senior Director Channel Sales, APAC

RingCentral provides cloud-based communications and collaboration solutions to  small business and enterprise companies

KEY CHANNEL CONTACTS:

Rob Ellis, Regional Channel Manager; Matt Wilson,Regional Channel Manager; Justin Wong, Regional Channel Manager

WHERE CAN I LEARN MORE?:

www.ringcentral.com.au/partner/agent.html

Key channel program features?

RingCentral awards partners 100 percent commissions on MRR, regardless of deal size or sales effort, paid over the lifetime of the service. Partners have the opportunity to attend regular sales enablement and technical certification training sessions, and RingCentral provides partners with lead generation and business development support for customer events, telemarketing and email nurture campaigns.

What kinds of partners are you looking for? 

RingCentral is actively seeking Australian partners of all sizes to join our referral-based partner program, Channel HarmonyTM: One to Infinity Program. Our target partners are national, state-based and regional managed service providers, system integrators and consultants, seeking to increase their wallet share with their current customers.

Share a recent channel success story?

 In June 2019, Brisbane-based Dialog Information Technology became RingCentral’s first-ever Preferred Partner worldwide. Earlier this year, Dialog identified a 5000-seat opportunity for a fitness group. They knew that the company was moving into a new headquarters and approached them. The customer’s CIO immediately understood the concept behind the product and why Dialog was recommending it. From start to finish, it took about three days.

Riverbed Technology

Charles de Jesus

Senior Regional Director, Sales & Channel

What kinds of partners are you looking for? 

While we continue to see growth in our traditional partner base tied to networks, our new digital experience platform provides an opportunity to drive momentum in the cloud/digital born partner ecosystem, such as consulting & outsourcing partners. 

Australian distributor: Arrow ECS ANZ

Rubrik

Luke McGoldrick

ANZ Country Manager

What kinds of partners are you looking for? 

Rubrik is expanding its ANZ channel and acquiring partners in a number of areas, such as system integration. All products and services, including Cloud Data Management, Polaris SaaS, and Andes 5.1, are sold through the channel, and as one of the world’s fastest-growing companies, there are huge opportunities for partners.

Australian distributors: 

NEXTGEN, Exclusive Networks

Ruckus Networks

Ruckus Networks specialises in converged wired and wireless networks for enterprises and service providers.

David Fenner

Channel & Distribution Manager (Networking) ANZ

KEY CHANNEL CONTACTS:

Belinda Gill, Channel Marketing Manager; Darren Lau, CommScope Channel Partner Manager (GPO), South Pacific

WHERE CAN I LEARN MORE?:

partners.ruckuswireless.com

What are the key features of your channel program?

 Ruckus Networks has a channel program that offers the ability for partners to differentiate themselves through specialisations tracks. Each specialisation track, such as Hospitality, MSP, Support and Cloud attracts both financial and marketing based rewards, together with increased visibility via the Ruckus Partner Finder.

What kinds of partners are you looking for? 

Ruckus Networks has always looked to expand their partner network with innovative and forward thinking partners in all verticals. With the recent acquisition by CommScope, and access to a new set of partners, this approach hasn’t changed.

Share a recent channel success story? 

By leveraging the available Channel Program marketing funds and resources, a Sydney MSP has established itself as a market leader in delivering cloud-based network services to a previously unaddressed market vertical

Salesforce

Charles Woodall

VP, Head of Alliances, Channels & Partners, APAC

What kinds of partners are you looking for? 

Salesforce is looking to augment our channel with partners who specialise in public sector, utilities and financial services, with a broad range of expertise, especially in analytics, field service management and billing. Pre-sales, functional experts and customer success advocates are also highly valued. We are looking to expand our channel, specifically in QLD, WA, SA and Wellington.

Nintex
Christian Lucarelli
Vice President, APAC Sales

What kinds of partners are you looking for? 

Nintex has nearly 100 partners in Australia and supports partners to improve how people work through process management, optimisation and automation. Key GTM partners are Microsoft, Adobe, and Salesforce. Channel partners such as Avanade, Empired and Cloud Collective partner with Nintex to provide implementation services and overall customer adoption success.

SAP

Mark Hettler

Head of Partners and Ecosystems

What kinds of partners are you looking for? 

SAP provides a broad range of solutions to support our customers transforming to intelligent enterprises. We are looking for new partners with either deep industry knowledge or cloud solution focus in areas such as customer experience, employee engagement, intelligent spend management, digital supply chain, intelligent technologies or ERP

Australian distributors: 

ACA Pacific, Dicker Data

Socomec

Kevin Wong

Channel Manager

What kinds of partners are you looking for? 

Socomec is looking for value added partners with focus on industry verticals that includes Infrastructure, Security, Healthcare, Telecommunications.

SolarWinds

Abdallah Dakroub

Partner Relationship Manager

What kinds of partners are you looking for? 

Our network of carefully selected channel and technology partners helps us deliver effective, affordable, and easily operated IT management solutions. Our target partners are mid to enterprise focused system integrators and solution providers; T1 and T2 service providers and government service providers.

Australian distributors: 

NEXTGEN, MTech

Sophos

Sophos develops data protection solutions that are designed to work together to eliminate threats and keep data in the right hands.

Natasha Lambert

Channel Director, ANZ

KEY CHANNEL CONTACTS:

John Donovan, Managing Director, ANZ; Sonia Chamberlain, Distribution and SMB Manager, ANZ

WHERE CAN I LEARN MORE?:

www.sophos.com/en-us/partners/partner-portal.aspx

Key channel program features? 

We take a multi-pronged approach to deliver visible value through our channel programs. We provide profitability through programs that are tailored to how the partner goes to market, such as our Managed Service Provider or Cloud Service Provider programs. We have a tiering model that rewards partners based on their investment level. 

What kinds of partners are you looking for? 

Customers are increasingly looking for partners that manage end-to-end solutions and services. At the end of the day, we want partners that are focused on solving a customer’s business problems and prioritising their security posture, whether it’s on prem, in the cloud or a managed service.

Share a recent channel success story? 

We work with a respected Queensland-based MSP that has been in the business for more than 20 years. This partner has embraced Sophos’ synchronized security story and joined our MSP Connect Flex program. As a result, they now can manage their profitability through consistent billing. They’ve also reduced their technical resource costs as the Sophos products they have deployed operate as one integrated security system, meaning less tech support and vendor training is required.

Splunk

Pauline Tng

Head of Channels, APAC

What kinds of partners are you looking for? 

Partners who adopt similar growth mindsets and are prepared to double down on their investment with Splunk will be well positioned to ride the growth wave with us. We have accelerated MDF investment plans for new customers and prescribed new logo acquisitions through our partners.

StorageCraft

Leo Lynch

ANZ Sales Director

What kinds of partners are you looking for? 

StorageCraft has traditionally been an SMB focused company. In the last 12 months we have expanded our portfolio to a whole new platform for the mid-market and enterprise customers. Deep investment has been made specifically around our MSP offerings and infrastructure to ensure our partners’ success.

Australian distributors: 

ACA Pacific, Dicker Data

Superloop

Dan Abbott

Senior Wholesale Account Director

What kinds of partners are you looking for? 

We want to develop our channel by creating a program that is less restrictive, less constrained by legacy policies and outdated frameworks. We are looking to develop relationships with managed service and SDWAN providers who resell or wholesale the various NBN and carrier access services.

Symantec

Klasie Holtzhausen

Senior Director, Pacific Channel & Commercial

This is Holtzhausen’s second stint in the channel chief chair for Symantec, having first joined the company in 2013 before being promoted to APAC lead for subsidiary Veritas. In 2015 he made a change, taking on roles at Dell and CA Technologies, before returning to Symantec in late 2018.

Australian distributors: Dicker Data and Arrow ECS ANZ

Telstra

Telstra is a leading Australian telco and technology company, offering a full range of communications services and competing in all telecommunications markets.

Nevash Pillay

Global Partner Sales, Executive, Partner Sales

KEY CHANNEL CONTACTS:

Doug Henderson, Head of Partner Sales Australia; Maria Tsiaplis, Head of Partner Development; Steve Combes, Head of Commercial Management; Trisha Polak, Partner Sales Engagement & Communications Lead; Selena Theol, Partner Sales Marketing and Enablement Manager; Ming Chuong, Partner Sales Business Operations Manager

WHERE CAN I LEARN MORE?:

www.telstra.com.au/channelpartners

Key channel program features? We want to empower our partners to deliver their expertise to enterprise and mid-market customers, knowing they can rely on Telstra networks. We look to provide customers a huge range of Telstra products and services through various campaigns and incentives. Our sales and technical specialists work closely with partners as one team to serve customers.

What kinds of partners are you looking for? Telstra is looking for customer-centric partners that are excited about using the latest technology, to help service customers’ needs. We are looking to partner with businesses particularly across Australia that are working in IoT, data analytics and mobility applications and also looking to resell our network solutions to mid-market businesses.

Share a recent channel success story?  Our partner, Leap Consulting, delivered IT support to a secondary education organisation that works with young people that may not fit into mainstream schooling. Because of their close relationship with the leadership team, they also began to discuss and uncover the need for a technology roadmap. Leap was able to develop a campus framework with an end-to-end solution involving Apple and Meraki products, using the Telstra network to bring it all together across multiple campus sites.

Tenable

Peter Raven

Channel Manager
About Tenable:

Being a channel-driven company, Tenable appointed Raven as its first ANZ channel manager in October 2016. Tenable helps partners stay competitive in a rapidly changing market by providing innovative technology and consultative services to help their customers understand, manage and reduce their cyber risk.

Australian distributors: Arrow ECS ANZ

Thycotic

Matthew Bolton

Channel Sales Manager

What kinds of partners are you looking for? 

Enterprise level partners throughout tier-1 verticals such as government, health, energy and utilities, financial services, and education with a need for a solution covering Privilege Access Management.

Australian distributors: 

emt Distribution

TIBCO

Robin Barrow

Channel Sales Manager, ANZ

What kinds of partners are you looking for? 

TIBCO is looking to work with a mixture of value-added resellers, OEM partners, systems integrators and consulting practices. We’re expanding our reach in Sydney, Melbourne, Brisbane and Perth through larger partnerships, and building our presence in Canberra and New Zealand. 

Australian distributors: NEXTGEN Distribution

Toshiba EID Australia

Hari Tharmakumar

National Channel Manager ANZ

What kinds of partners are you looking for? 

We help our partners achieve success through the delivery of a clear ‘One Toshiba’ Managed Print Service portfolio. By bringing simplicity to the channel, our commitment to our partners is to effectively leverage Toshiba’s innovation to help solve their clients’ challenges across lines of business and industry.

Trend Micro

Evan Thomas

Head of Partnerships and Alliances

What kinds of partners are you looking for? 

Trend Micro is always open to partnerships with professional organisations across ANZ who value collaboration and teamwork, our Connected Threat Defence approach covering hybrid cloud security, network security and user protection gives partners unparalleled opportunities to solve business critical security problems for customers.

Australian distributors: 

Dicker, Ingram, rhipe, Tech Data, Arrow ECS ANZ

UiPath

Martin Milthorpe

Regional Partner Director, Australia & New Zealand

What kinds of partners are you looking for? 

We look for partners who focus on application integration of major independent software vendors, firms that specialise in AI and, of course, partners who are already involved in process optimisation and automation. The partners will also typically have business analysts and software developers.

Unisys

Murray Whitlocke-Jones

Director Channel and Security GTM, Asia Pacific

What kinds of partners are you looking for? 

Unisys welcomes VAR and OEM partners who understand the value of an agnostic, rapid response, identity-based isolation with low-complexity and high-flexibility for their clients. Cutting edge, secure digital solutions with an ecosystem of partners is ideal. Unisys supports partners in all verticals and territories, offering differentiated margins for registered opportunities.

Veeam

Janet Docherty

Head of Channel Sales ANZ

What kinds of partners are you looking for? 

Veeam works collaboratively with prospect partners from a variety of industry verticals (e.g health care, education, government and mining) by creating a cohesive go to market strategy. We want to ensure that partners can be focused, knowing that the addressable market they are targeting isn’t saturated.

Australian distributors: 

Ingram Micro, Tech Data and rhipe

Veritas

Nigel Youlden

Director, Channel and Alliances, Pacific Region

About:
Youlden took on the channel and alliances director title with Veritas in July this year. Prior to that he had spent more than eight years with networking vendor Cisco. His resume also includes senior management positions with Trend Micro and McAfee.

Australian distributors: 

Tech Data, Dicker Data

Vertiv

Daniel Sim

Senior Director, Channel Business (Asia)

What kinds of partners are you looking for? 

We’re not looking for partners of any particular size or vertical expertise, but more the focus areas they can bring to customers. This falls into three key areas: edge intelligence; internet of things; and cloud-driven digital transformation. Hyperconverged infrastructure specialist partners are also of interest.

Australian distributors:

Arrow ECS ANZ, Comsol, Orion Computers

VMware

Neels du Plooy

Head of Channels & Alliances for VMware ANZ

What kinds of partners are you looking for? 

Key areas of focus for channel acquisition for VMware in ANZ are hyperconverged Infrastructure and VMware Cloud for AWS. We are always looking at how we can bring existing partners into these solutions and acquire new partners into the VMware portfolio, including those born in the cloud.

Australian distributors: 

Tech Data, Ingram Micro, Westcon-Comstor, rhipe

Vocus Communications

Vocus builds, owns and manages its own national fibre network to deliver business-grade communications services across Australia.

Monique Esplin

GM Channel and Alliances, Enterprise and Government

KEY CHANNEL CONTACTS:

Nikki Saunders, Channel Marketing Manager; Astrid Groves,Territory Sales Manager; Lani Edwards, Strategic Alliance Manager

WHERE CAN I LEARN MORE?:

www.vocus.com.au/

channel-partners

Key channel program features? 

Our current partnership program includes Platinum, Gold and Silver levels for partners who are interested in referring Vocus Network Services business and partners receive a commission for their network referrals.  In addition, we also have a Strategic Partnership program for capable services partners to put their services on the Vocus Bill. 

What kinds of partners are you looking for? 

We plan to double the business we currently do through our indirect channel by 2023. We are also looking for the right services partners to join our enterprise partnership program so we can offer our customers transition, managed and professional services via a single bill from Vocus.

Share a recent channel success story? 

Cirrus Networks has recently joined the Vocus partnership community. Together we have secured business with an international education provider to help them with their transition to SDWAN. The feedback as to why we secured the business was due to our honesty and agility. The partnership was seen as positive, it demonstrated to the customer that Vocus was focused on their core business and we were honest about bringing in experts to complete our solution.

WatchGuard Technologies

Luke Skinner

ANZ Channel and Distribution Manager

What kinds of partners are you looking for? 

We want partners with the ambition, skills and knowledge to succeed among SMB and mid-sized enterprises with our network security, secure wi-fi and authentication products and services. The WatchGuardONE program rewards resellers’ investment in WatchGuard solutions knowledge.

Australian distributors: 

BlueChip, Exclusive Networks and Leader Systems

Xero

Rob Stone

National Partner Director

What kinds of partners are you looking for? 

Accountants, Bookkeepers and BAS Agents who work with small businesses.

Y Soft

Adam O’Neill

Managing Director, Australia and New Zealand

What kinds of partners are you looking for? 

Y Soft is looking for a variety of global and local partners who are in the print and document capture industry. We are looking to leverage the existing print channel and add value by extending their offering into 3D print solutions, particularly in the education sector.